What is your dealership real estate worth today? That is a very good question, and not one that is easily answered. Most dealers and their lenders order an MIA appraisal to determine real estate value. Unfortunately, during the recent real estate bub

I discovered a well-written, easy to read, instructional paperback written by Gary Vann, the VP of Sales and Marketing for Mighty Auto Parts, a nationwide aftermarket maintenance parts distribution company located in the Atlanta area. Mr. Vann is obv

A friend of mine bought a vacuum cleaner and was proudly touting the features and benefits over a beverage the other night. To hear him talk, it was the Mac-Daddy of all vacuum cleaners. I think it even discards the junk it collects by itself. His en

Every day I’m more convinced that dealers’ strategy for making money in used car operations is outdated and wrong. Have a conversation with any dealer or manager about used car operations and the words “gross profit” will be mentioned in shor

Please open up your wallet, pull out a $50 bill, walk over to the nearest trash receptacle, and throw away your money. What do you mean ‘no?’ Of course, it sounds foolish, but that is what your sales team is doing with your money right now. There

In existence for only 20 years, Classic Chevrolet in Grapvine, TX, has been the number one selling Chevy store four consecutive years and is about to make it five. Much of that is due to the culture Owner Tom Durant created that his son Hagen, Classi

How would you respond if one of your best friends during a social gathering came up to you and said something like this: “Wow, you really have to try that new restaurant on the corner of Elm and Main. We had such an average meal there. The food qua

Taking on higher deductibles and retentions may sound like an excellent way to save your dealership some serious premium dollars. But is that always the case? The auto dealership insurance marketplace continues to be a vigorous one with more carriers

It’s hard to believe that virtually no one understood the concept of e-marketing just 15 years ago. In 2010 the digital transformation of every aspect of advertising, marketing and communication is mind-boggling. I asked CBC’s e-marketing expert